Better Questions, Listening Archives - Page 4 of 27

Better Questions, Listening

A Really Good Question (Issue 1060)

In which we are encouraged to be clear about purpose and value when we meet with clients or prospects. Read more »

Shift Speed (Issue 1055)

In which we are reminded to check in on ourselves, from time to time, and shift quickly if we’re off track. Read more »

Shark Attack (Issue 1052)

In which we are reminded about the power of boundaries in the questions we ask. Read more »

Curious (Issue 1046)

In which are encouraged to be curious about and interested in our clients’ stories beyond the business opportunities we seek. Read more »

What Were They Thinking? (Issue 1044)

In which we are reminded to understand both how and WHY our clients and prospects have organized things the way they have. Read more »

Five Whys (Issue 1037)

In which we are reminded that we find more benefits that really matter if we ask “why?” more than once. Read more »

Grandi Ravioli (Issue 1031)

In which we are reminded not to assume that our clients know what they are doing when they ask for products or services. Read more »

Validate and Verify (Issue 1028)

In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should pause… and ask questions. Read more »

Every Little Clue (Issue 1021)

In which we are reminded to dig behind surface chit chat to learn more about our clients. Read more »

After Shave (Issue 1018)

In which we are reminded to fully understand our customers’ specifications before recommending or delivering. Read more »